Sales innovation Expo Show Guide 2016 by Fortem International

EVENT GUIDE & PLANNER

SALES INNOVATION E X P O 2 0 1 6

11 & 12 MAY 2016

WEDNESDAY 10AM - 6PM

THURSDAY 10AM - 5PM

EUROPE’S LEADING EVENT FOR SALES INNOVATION

TAKE YOUR SALES TEAM TO THE NEXT LEVEL

UNLIMITED NETWORKING OPPORTUNITIES

RUNNING ALONGSIDE

IN PARTNERSHIP WITH

OVER 120 MASTERCLASS SESSIONS

TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY

WORLD’S LEADING SALES SPEAKERS

SPONSORED BY

60 INNOVATIVE SUPPLIERS

BRAND NEW SALES TECHNOLOGY FOR 2016

80 SEMINARS LED BY EXPERTS

WHAT TO LOOK FOR AT THIS YEAR’S EVENT: TOP SALES WORLD AUDITORIUM & SPEAKERS HEADLINE SALES INNOVATION SPEAKERS MORE UNMISSABLE SEMINARS MASTERCLASSES & WORKSHOPS SALES INNOVATON AWARDS SEMINAR AGENDA B2B MARKETING EXPO FEATURE EXHIBITOR LISTINGS FLOOR PLAN & A TO Z

SALES INNOVATION E X P O 2 0 1 6

04 12 16 26 30 32 36 38 46

EUROPE’S LEADING SALES EVENT Welcome to the Sales Innovation Expo! Packed with cutting edge advice and innovation essential for the world’s highest performers in the sales industry, this event is dedicated to providing everything you need to turbocharge your sales team! Europe’s leading sales event provides you with the perfect platform to find the techniques, tools, and strategies from across the globe to fire up your sales force, secure new levels of revenue, and reach unprecedented heights of business growth. With so much packed into its two day duration, this show guide is designed to give you all the information you need in order to get the most out of your visit. Sales Innovation Expo takes place alongside The Business Show, the UK’s biggest business exhibition and conference, which is back at ExCeL London on the 11th and 12th of May for its 35th appearance. As well as this, there’s also Business Startup, Going Global, B2B Marketing Expo, Legalex, and Accountex, meaning the event is packed from top to bottom with information, expert knowledge, and industry-leading advice. You can be part of this unmissable show by registering for

FOLLOW THE SHOW:

your free tickets at www.businessboxoffice.co.uk. Use this guide to closely study what’s on and when during the show to ensure you don’t miss out on what’s vital to you. Places for masterclasses and many of the other features are limited due to their huge popularity and always fill up fast, so make sure you register online at www.salesinnovationexpo.co.uk to secure your seat.

Europe’s leading sales event provides you with the perfect platform to find the techniques, tools, and strategies from across the globe...

For more information on everything taking place at the show, please visit www. salesinnovationexpo.co.uk. We look forward to seeing you at the show.

@ SalesInnovExpo

# SIE2016

SALES INNOVATION EXPO 2016 IS SPONSORED BY:

HEADLINE PARTNER:

TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY

Hear from the best in sales

KEYNOTE SPEAKERS

MASTERCLASSES

NETWORKING

The most innovative businesses in sales

WORLD CLASS EXHIBITORS

TSW AUDITORIUM

PANEL SESSION

Leading sales knowledge & experience

EXPERT ADVICE

SEMINAR SCHEDULE

B2B MARKETING EXPO

Choose from a range of interactive sessions

Meet the world’s leading sales speakers

Presenting the best guidance & inspiration

Connect with 1000s of sales professionals

Sales: a Transatlantic Debate

Co-located with the show

TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY

TOP SALES WORLD AUDITORIUM Top Sales World is a unique location dedicated exclusively to the profession of sales, and as such Sales Innovation Expo 2016 has dedicated a special area of the event to it in the form of the Top Sales World Auditorium. Top Sales World has put together arguably the most significant group of sales experts ever assembled outside of Dreamforce. Present throughout wil be a team that is truly international and will arrive from Australia, Canada, Germany, Switzerland, the US, and, of course, the UK. The Auditorium will host a diverse range of subjects that are currently prominent areas of debate amongst sales leaders throughout both days of the show.

ED LIMIT ES! SPAC LINE TO ON BOOK URE YOUR ENS EAT S

HOSTED BY

JONATHAN FARRINGTON

TIFFANI BOVA

THURSDAY | 11.45 | TSW AUDITORIUM

THOUGHT LEADER, GROWTH EVANGELIST AND SALES STRATEGIST Recognised in 2014 as one of the 50 Most Powerful and Influential Women in California by the National Diversity Council, Tiffani Bova is widely recognised as being one of the most progressive figures in the sales industry.

SEMINAR SNAPSHOT

Being a High Performing Sales Organisation Requires a Hard Reset on Conventional Thinking Regardless of what’s worked previously, the unintended consequences of both technology advancement and buyer behaviour is wreaking havoc on sales organisations. Whether you have a small sales force or a highly complex go-to market strategy, there’s no avoiding the reality that how we sell has forever changed.

TAMARA SCHENK THE WORLD’S TOP SALES FORCE ENABLEMENT LEADER WEDNESDAY | 14.15 | TSW AUDITORIUM

Possessing a complete view of the sales process, Tamara Schenk is truly a global thought leader in the world of sales. Join her and enjoy her forward-thinking, innovative, and passionate approach and become a better sales leader.

With a motivation for asking the tough questions, challenging current thinking, and solving big problems for clients, Tiffani is both curious and passionate about how the pursuit of growth will change as new technology, buying behaviours, and markets shift. Tiffani is considered one of the preeminent thinkers around sales transformation and innovative growth strategies; and she has received numerous honours and industry recognition for her work.

Tamara has enjoyed more than twenty years of experience in sales and service in different industries on an international level. Her career started in 1992, with her own business of selling and implementing software solutions for the automotive industry. She continued her career in different consulting and sales roles before joining T-Systems in 2005, covering various roles including strategy implementation and business development. Before joining MHI Research Institute in January 2014, Tamara led the global sales force enablement and transformation team, also covering a holistic development program for frontline sales managers. At MHI Research Institute, she connects the dots between experience, research, and client engagements to drive sales performance and sales force transformation in an effective and sustainable way.

SEMINAR SNAPSHOT

The TSW events will be hosted by Jonathan Farrington. Jonathan is an in-demand keynote speaker, author, sales futurist and customer retention specialist. He is the senior partner at Jonathan Farrington & Associates and of course, CEO of Top Sales World.

How to Set Up ‘Customer-Core’ Enablement Strategies to Drive Outstanding Performance In an ever-changing, buyer-driven world, the relevance of sales force enablement to drive sustainable sales results becomes more important every day. Enablement has a remarkable impact on revenue and sales performance - if the discipline is set up with the customers at the core, following the customer’s journey.

RUSSELL ACTON

WEDNESDAY | 13.35 TSW AUDITORIUM

ERIK PETERSON

WEDNESDAY | 12.20 TSW AUDITORIUM

TRANSFORMING SALES TEAMS INTO SALES FORCES

MENTOR TO SALES LEADERS ACROSS THE WORLD

A passionate and dynamic presence, Russell Acton has a distinguished professional background in inspiring organisations to become powerful selling execution engines, and then motivating sales forces to repeat this model of success.

A deliverer of keynote talks and messaging skills workshops to more than 10,000 marketing and sales executives in over 13 countries, Erik Peterson has developed a unique insight into the challenges facing today’s marketing and sales SEMINAR SNAPSHOT professionals – and he’s here to share it with you.

Russell is vice president and general manager, international at Capriza Inc., an organisation enabling enterprises to unlock the promises of mobility. He is a renowned keynote speaker, sales strategist, and in-demand mentor and is known for turning the common SEMINAR SNAPSHOT thinking on sales excellence on its head.

A Practical ‘Survival Guide’ for a Modern Day Enterprise Sales Person

In his exciting seminar, Russell will share insights into market dynamics, buying trends, and present simple practical approaches anyone can implement, whether you’re a sales person or sales manager!

JASON JORDAN

Jason Jordan is a founding partner of Vantage Point, the world’s leading training and development firm focused exclusively on sales managers. He is a recognised thought leader in the domain of B2B sales and conducts ongoing research into the sales management best practices of leading sales. Jason’s extensive research led to the breakthrough insights in his bestselling book, ‘Cracking the Sales Management Code’; his writing has been published by Harvard Business Review, Forbes, Entrepreneur, Sales & Marketing Management, and many other leading publications. Jason resides in Charlottesville, Virginia, USA, where he lectures at the University of Virginia’s Darden Graduate School of Business.

Traditional thinking can be your biggest hurdle to creating differentiation in your customer conversations. In this session, Corporate Visions’ Erik Peterson shares counterintuitive findings from original research conducted by his company and an expert in messaging and persuasion.

COLLEEN FRANCIS

B2B SALES THOUGHT LEADER THURSDAY | 14.15 TSW AUDITORIUM

Good Intentions, Wrong Instincts: a Counterintuitive Approach to Message Differentiation

WEDNESDAY | 16.45 TSW AUDITORIUM

INNOVATOR IN SALES STRATEGY Colleen is driven by a passion for sales - and results. A successful sales leader for over 20 years, she understands the challenges of selling in today’s market.

SEMINAR SNAPSHOT

Sales Management and CRM: a Match Made in Heaven or Hell? CRM has been around for decades, but what has it given us? Better sales management? Better salespeople? Better sales results? Maybe. Join Jason as he shares insights from his ground breaking research that reveals how world class sales forces use sales metrics to proactively drive performance. Learn which metrics are the most important, which are management red herrings, and which are downright useless.

Clients note her frank, no-nonsense approach to solving problems and addressing opportunities – an approach that deliver sales results. Colleen is the bestselling author of popular sales books including the recent ‘Nonstop Sales Boom’. She is a Certified Sales SEMINAR SNAPSHOT Professional (CSP) and an inductee into the Speaking Hall of Fame. Nonstop Sales Boom:

Putting an End to Boomand-Bust Sales Cycles How many times have you or someone on your team come off a great month or quarter, only to find that the pipeline is woefully empty? In this session, Colleen will introduce a new way of looking at your client relationships so you can learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline – and beyond – to create your own nonstop sales boom!

Bernadette McClelland’s focus on innovative revenue generating strategies and tactics has helped individuals across a variety of industries elevate their potential and achieve growth in today’s marketplace.

BERNADETTE MCCLELLAND

DISTINGUISHED LEADERSHIP EXPERT WEDNESDAY | 15.30 TSW AUDITORIUM

A former sales executive with Xerox Australia and Asia Pacific’s results coach for Anthony Robbins, Bernadette has led high net worth sales initiatives, led new product launches, and managed enterprise projects driving specific outcomes. Given her experience, she now helps bridge the gap between business goals and the potential of executives and team members leading the charge to step up, show up, and speak up even more. Her client conversations focus on shifting the sales conversation and raising the bar for B2B selling to be more ‘real’ and transparent, with an equally strong focus on supporting and nurturing emerging female sales leaders and executives within male oriented B2B environments.

DR. TONY ALESSANDRA THURSDAY | 13.00 | TSW AUDITORIUM

ONE OF THE TOP SALES & MARKETING INFLUENCERS IN THE WORLD Dr. Tony Alessandra helps companies turn prospects into promoters by out-marketing, out-selling, and out-servicing the competition. He earned his PhD in marketing in 1976 from Georgia State University and is CEO of Assessments 24x7 LLC, a company that offers a variety of online assessments, including the widely used DISC profile. Tony is featured in over 100 audio/video programs and films and is also a prolific author with 30 books translated into over 50 foreign language editions, including ‘The Platinum Rule for DISC Sales Mastery’, ‘Collaborative Selling’, and ‘NonManipulative Selling’. Recognised by Meetings & Conventions Magazine as “One of America’s most electrifying speakers”, Dr. Alessandra was inducted SEMINAR SNAPSHOT into the NSA Speakers Hall of Fame in 1985. In 2012, Tony was elected How to Read a Customer into the inaugural class Like a Book of the Top Sales World Sales Hall of Fame and Get ready for an entertaining, was voted one of the interactive, and insightful session Top 50 Sales & delivered by Dr. Tony Alessandra. Marketing Influencers. In this powerful seminar, you will learn useful techniques to adjust your selling style to match the customer’s buying style. Dr. Tony will cover how to: create faster rapport than ever before, read customer styles quickly and accurately, and practice adaptability by s elling others the way they want and need to be sold.

SEMINAR SNAPSHOT

Conscious Selling and the Art of Commercial Conversations We know ‘sales’ has changed! We know sellers want new conversations! Conscious selling is not just being awake on the job; it is being awake to the different approaches, focus, and outcomes around your role as a pivotal cog in your company’s wheel. Sellers have a privileged responsibility to help their buyers grow their business; to achieve that there are certain conversations to have with yourself and with your buyer to succeed in this new sales environment.

NEW YORK TIMES BESTSELLING SALES AUTHOR Linda Richardson is a New York Times bestselling author, educator, sales leader, and the founder of the Richardson consulting firm. She has dedicated herself to helping organisations around the world improve sales performance, process, and effectiveness.

LINDA RICHARDSON

Richardson began her career as a teacher and firmly believes that great selling is great teaching—collaborative, relevant, and results driven.

SEMINAR SNAPSHOT

Create Better, More Effective Conversations in Today’s Hyper-Digital World In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying — and so are too many sales. Globalisation, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation.

JIM CATHCART

WEDNESDAY | 11.45 | TSW AUDITORIUM

AMERICA’S PRINCIPAL REFERRAL SELLING AUTHORITY

THURSDAY | 15.30 | TSW AUDITORIUM

MULTIPLE AWARD WINNING SALES SPEAKER Jim Cathcart helps people succeed. He is in the top 1% of all professional speakers and has received virtually every award in that profession.

JOANNE BLACK

and author of ‘No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust’ and ‘Pick Up the Damn Phone! How People, Not Technology, Seal the Deal’. She is consistently recognised as a top blogger on sales and social media sites.

His books, ‘Relationship Selling’ and ‘The Acorn Principle’ both became international bestsellers and his TEDx talk is approaching half a million views. His presentations are fun, inspiring, and powerfully thought provoking. He believes in your potential and can show you how to access more of it. Jim was chosen as one of the Top Sales Influencers of 2014 & 2015 by Top Sales World Magazine, and was inducted into the Sales & Marketing Hall of Fame in 2012.

Joanne Black is America’s leading authority on referral selling. As the founder of No More Cold Calling, Joanne works with salespeople, sales teams, and business owners to build their referral networks, get introductions, attract top clients, decrease costs, and ace out the competition.

SEMINAR SNAPSHOT

Increase Your Success Velocity™

Stop Cold Calling: Get the One-Call Referral Meeting

Velocity is your rate of advancement towards your goal. Jim will show you how to decrease the inhibitors and multiply the boosters to get the optimum velocity from all that you do. Without working harder or longer you can achieve much more. Learn how from the original author of ‘Relationship Selling’.

A captivating speaker and innovative seminar leader, Joanne is a member of the National Speakers Association

WEDNESDAY | 17.20 | TSW AUDITORIUM

LEADING LIGHT IN SALES EFFECTIVENESS

Joanne, a multiple award winner for sales excellence, speaks at sales and incentive meetings, conferences, and association meetings.

Turn up the heat on your prospecting and attract your best and most profitable clients. Get every meeting at the level that counts, convert more than 50% to clients, and ace-out your competition. Leverage the power of your referral network, and hit your sales numbers without hitting the phones. Whether or not you currently cold call, you’ll learn how to get the one-call meeting with a referral introduction.

A Swiss citizen living in France and doing business in German, English, and French; Christian Maurer helps B2B sales leaders to sustainably improve the productivity of their organisations.

CHRISTIAN MAURER

Joanne’s active consultation with clients began in 1996 when she developed a system based on the belief that creating relationships and getting referrals generate a faster rate of sales in a way that is more cost-efficient than cold calling.

He has developed an uncanny skill for helping companies improve B2B opportunity and account management through the design and implementation of client specific programs extended with customer-centric sales processes, sales forecasting, and individual effectiveness programs for sales leaders. In addition to his consulting activities, Christian lectures on the topics of complex sales methods and international sales management in the MA program ‘Strategic Sales Management’ at the ESB Business School at Reutlingen University, Germany. He is also a lecturer in the ME program ‘Leadership in Industrial Sales and Technology’ at Aalen University, Germany, on the topics of structuring and leading international sales forces.

SEMINAR SNAPSHOT

The Terms B2B and B2C Have Become Obsolete, Haven’t They? Are the marketers who have done away with the distinction between B2B and B2C and use only the all-encompassing term H2H (human to human), right? Better alignment between sales and marketing is important in this new era of selling; should sellers adhere to this new terminology? In this interactive seminar you will learn why adopting the terminology can be detrimental to seller’s success.

INFLUENTIAL SALES COMMENTATOR Cian is the founder and CEO of Trinity Perspectives, a sales training and advisory firm that specialises in helping technology companies understand why they win and lose the deals they pitch for. Trinity is committed to helping businesses unlock the latent potential of customer’s insights.

CIAN MCLOUGHLIN

WEDNESDAY | 10.30 | TSW AUDITORIUM

ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 15.30

EMINENT SALES & MARKETING INFLUENCER Deb Calvert, author of the bestseller ‘DISCOVER Questions® Get You Connected’ and a Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions in 2006 to help businesses build organisational strength by putting people first. The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching, and consulting on sales productivity drivers; leadership program design and facilitation; team effectiveness work, and executive coaching.

DEB CALVERT

A regular sales and marketing commentator on media including Sky News Business and the Huffington Post, in September 2015, Cian’s blog was voted one of the Top 50 Sales Blogs globally by Top Sales Magazine.

THURSDAY | 16.05 TSW AUDITORIUM

NO1 SALES INFLUENCER IN THE ASIA & PACIFIC REGION

TONY J HUGHES

The #1 ranked influencer for professional selling in the Asia-Pacific region by Top Sales World magazine, bestselling author, and highly sought after keynote speaker Tony J Hughes has the strategies to transform sales results for the modern day business. Tony understands modern strategic selling in the real world and has a successful track record in both sales director and managing director roles for public companies in his thirty years of experience.

SEMINAR SNAPSHOT

Transcending the Transaction: Are You Enabling or Disabling Customer Connections?

The Great Sales Disruption and What to Do About It

Are you guilty of making three big mistakes, inadvertently disabling your sales team by forcing commoditization and transactional selling? Join this workshop for a self-assessment and wake-up call. We’ll review buyer research to reveal simple fixes so you can boost sales productivity and top line revenue by more effectively enabling (not disabling!) your sales managers and sellers.

Between 40% and 66% of sales people fail to achieve their numbers in B2B selling. Every seller is facing disruption once differentiated products, services, and solutions become commodities. Buyers have never been more empowered and sellers have never been more challenged in achieving cut-through and differentiation.

BARBARA GIAMANCO

WEDNESDAY | 13.00 | TSW AUDITORIUM

REVERED LEADERSHIP AUTHORITY With a career spanning 25 years and over $1B made in sales, Barbara Giamanco is a name known throughout the world for her influence in the industry. Passionate about helping salespeople and sales teams sell more and more often, she understands perfectly the challenges that face sales leaders and salespeople.

With ASX & Fortune 500 clients across Australia and the Asia Pacific region, Cian has worked with sales leaders from Brisbane to Bangkok, Christchurch to Cape Town, and everywhere in between.

With a successful C-level background in sales, technology, and leadership development, Barb’s experience speaks for itself. She capped her corporate career at Microsoft, where she led sales teams and coached executives. Barbara’s book, ‘The New Handshake: Sales Meets Social Media’ is the first book written about social selling. She is consistently recognised as a Top Sales Blogger, a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter, and is one of Top Sales World’s Top 50 Sales and Marketing Influencers for the 3rd year in a row. Her LinkedIn profile ranks in the Top 1% of all profiles viewed.

SEMINAR SNAPSHOT

THURSDAY | 10.30 TSW AUDITORIUM

Rebirth of the Sales Industry

Author of the new book ‘Rebirth of the Salesman’ and co-author of the Amazon #1 bestseller ‘Secrets of Business Success’, Cian is a passionate proponent of an ethical, honest, and authentic approach to sales.

This seminar will explore the unprecedented change and disruption underway in the B2B sales industry, as new technologies and consumption models emerge and the balance of power shifts from vendors to customers. Through real world stories and sales cycles, Cian offers a blueprint to help sales professionals and sales leaders achieve sales mastery by developing their sales effectiveness and enhancing their personal and professional brands.

THURSDAY | 14.50 | TSW AUDITORIUM

THURSDAY | 11.05 | TSW AUDITORIUM

SPEAKING THE LANGUAGE OF SALES SUCCESS

GEORGE BRONTÉN

George Brontén believes that for a sales team to succeed in reaching their objectives, they need a firm sales process in place and share a common sales language. An instrumental figure in sales, George’s insight could be the key to consistently strong performances in B2B sales.

George is the founder & CEO of Membrain, the world’s first sales improvement software that makes it easy to execute your sales strategy. George is a life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing.

SALES PERFORMANCE EXPERT A former sales professional himself, Stephen Jones is distinguished from many other sales performance consultants as he can truly say that he has ‘been there and done that,’ fully appreciating what does and what doesn’t motivate sales people to make change.

STEPHEN JONES

Stephen works with B2B sales organisations to improve all aspects of their sales performance. He has over 30 years’ experience in senior sales and sales management positions with IBM, Oracle, and BT. These have involved overall responsibility for the commercial relationship with large global customers such as Unilever, GSK, BT, Pfizer, Mars, Barclays, SSE, and Thomson Reuters, managing teams of up to 20 sales and support professionals.

SEMINAR SNAPSHOT

How to Reliably Predict Sales Performance

Can Checklists Save the Sales Profession? The sales profession is in a massive decline. Sales people can no longer ‘wing it’ to bring in enough deals to make their numbers. Could something as simple as checklists help sales teams speed up sales cycles, increase win rates, and boost deal sizes?

Every business needs to grow sales and recruit successful salespeople, but despite this most salespeople fail. Sales headcount turnover is twice that in other functions, and although 67% of sales organisations plan to increase headcount in the next year, two-thirds of them admit they struggle with recruitment. For over 25 years, OMG has led the market in sales evaluation tools, specifically designed to measure and predict sales performance.

SEMINAR SNAPSHOT

Social Selling to the C-Suite In this interactive session, Barbara, one of the first evangelists of leveraging social media in sales, wakes you up to the reality of selling in today’s digitally wired marketplace. Learn how to connect, engage, and influence buyers by following a focused social selling strategy. Using social channels and business intelligence, strengthen pre-call research and sales meeting planning to maximise initial contacts with C-level decision makers every time.

TSW AUDITORIUM AGENDA * Content and speakers are subject to change. The digital show guide and seminar timetable will be updated online prior to the show, so please check www.salesinnovationexpo.co.uk for the latest information.

TSW AUDITORIUM WEDNESDAY

TSW AUDITORIUM THURSDAY

10.30 - 11:05

10.30 - 11.05

11.15 - 11.50

12.00 - 12.35

Joanne Black, No More Cold Calling™ Stop Cold Calling: Get the One-Call Referral Meeting

Jonathan Farrington and Etien D’Hollander Mobile Sales … Yesterday, Today, Tomorrow

12.45 - 13.20

13.30 - 14.05

14.15 - 14.50

15.00 - 15.35

15.45 - 16.20

16.30 - 17.05

16.25 - 17.00

Deb Calvert, People First Productivity Solutions Transcending the Transaction: Are You Enabling or Disabling Customer Connections?

Tamara Schenk, CSO Insights How to Set Up “Customer-Core” Enablement Strategies to Drive Outstanding Performance

Russell Acton, Capriza Inc Disappearing World - a Practical ‘Survival Guide’ for a Modern Day Enterprise Sales Person

Barbara Giamanco, Social Centred Selling Social Selling to the C-Suite

Tiffani Bova, Salesforce Being a High Performing Sales Organisation Requires a Hard Reset on Conventional Thinking

Bernadette McClelland Conscious Selling and the Art of Commercial Conversations

Rick Baker Building Efficacy Amidst The Rising Tide of Efficiency

Colleen Francis, Engage Selling Solutions Inc. Non-Stop Sales Boom: Putting an End to Boom-and-Bust Sales Cycles

Cian McLoughlin, Trinity Perspectives Rebirth of the Sales Industry

Stephen Jones, Objective Management Group How to Reliably Predict Sales Performance

Dr. Tony Alessandra, Assessments 24x7 LLC How to Read a Customer Like a Book

Jason Jordan, Vantage Point Sales Management and CRM: a Match Made in Heaven or Hell?

Jim Cathcart, Cathcart Institute, Inc. Increase Your Success Velocity™

George Bronten, Membrain Can Checklists Save the Sales Profession?

Tony J Hughes, RSVPelling Pty Ltd The Great Sales Disruption and What to Do About It

Erik Peterson

Good Intentions, Wrong Instincts: a Counterintuitive Approach to Message Differentiation

17.15 - 17.50

Christian Maurer The Terms B2B and B2C Have Become Obsolete, Haven’t They?

BOOK YOUR SEAT! These seminars are free to attend, but due to their popularity you’ll need to register your place to avoid missing out. Ensure your seat today by visiting: VISIT WWW.SALESINNOVATIONEXPO.CO.UK

UNMISSABLE SPEAKERS

HEADLINE SPEAKERS This is your chance to learn about the innovation, current and future developments, and unmissable opportunities happening within the sales industry, delivered to you by the most influential and experienced figures from across the world of sales. The following pages will highlight the seminars you simply cannot afford to miss.

In front of you will be a prominent, experienced, and influential expert, ready to pass on their wealth of insight, guidance, and ambition to you.

MARK HUNTER

DIRECTOR, THE SALES HUNTER

WEDNESDAY | 15.30 | KEYNOTE THEATRE 2

THE WORLD’S MOST INFLUENTIAL SALES LEADER Mark Hunter, “The Sales Hunter,” is the foremost thought leader in sales profitability and sales leadership. Mark speaks globally to thousands of sales leaders and sales forces each year, sharing strategies from his book ‘HighProfit Selling: Win the Sale Without Compromising on Price’.

ALSO SPEAKING ON: THURSDAY, KEYNOTE THEATRE 2 AT 14.00

Mark is recognised as one of the Top 50 Influencers by Top Sales World and recently named a Top 25 Sales Guru with Bill Gates and Richard Branson. Since 1998, Mark has worked with the largest companies in the world, including Samsung, Coca-Cola, American Express, and Sony, presenting thousands of keynotes and customized training programs.

SEMINAR SNAPSHOT

How to Increase Prospecting Results For Sales Leaders It is critical to drive better results from your sales team. Mark Hunter has had global success in helping sales leaders double and triple their prospecting results by providing specific “How Tos.” Learn “How To” (1) define clear and measurable goals, (2) develop sustainable disciplines, (3) sharpen skills, (4) establish prospecting as a priority, and (5) develop confidence.

PANEL SESSION

SALES: A TRANSATLANTIC DEBATE

ROB BROWN

NETWORKING COACHING ACADEMY

THE WORLD’S LEADING NETWORKING EXPERT

The Sales Innovation Expo’s panel session offers you an opportunity to listen to and interact with some of the industry’s most revered leaders as they discuss the current key issues within the world of sales. Build your knowledge and evolve your business with sessions packed with insight, information, and advice.

Rob Brown is founder of the Networking Coaching Academy and the most recommended networking expert in the world according to LinkedIn. Author of the upcoming book ‘Build Your Reputation’ by Wiley,

Join Bob Etherington, Mark Hunter, Phil M Jones, & Mike Scher in the Keynote Theatre on Thursday 12th from 16.15 - 16.45.

GORDON MCALPINE THE SALES CLUB PHIL JONES

BOB ETHERINGTON

Page 13

Page 15

MARK HUNTER

Page 12

MIKE SCHER

Page 18

SALES NETWORKING VISIONARY An inspirational leader and distinguished salesman, Gordon McAlpine has achieved extraordinary professional success without ever requiring outside investment. Gordon founded The Sales Club in 2010, after previously gaining 20 years’ sales & marketing experience from corporations such as pharmaceutical giant Astra Zeneca, to smaller entrepreneurial businesses. In 1997, Gordon co-founded fast growth technology company BigHand, where as sales and marketing director, he built and led a high performance sales team, culminating in the successful

REVERED AUTHORITY IN SALES PSYCHOLOGY AND NEGOTIATION

WEDNESDAY | 11.00 | KEYNOTE THEATRE 2

Universally recognised for his strategies, vision, and achievements in the field of sales, Phil M Jones is a truly self-made sales performance legend. With nearly 20 years in the sales and retail fields, Phil has made a name for himself across the globe. His effective methods are sought after by companies and individuals on nearly every continent and in every major industry. Phil’s rigorous travel schedule is jam packed with new countries and cities, and his bestselling books and CDs have helped hundreds of thousands of business owners and sales professionals develop new skills to maximise their potential. As a child, Phil developed an affinity for negotiation and masterminding ingenious ways of packaging otherwise ordinary products and services.

Rob speaks globally on building and leveraging powerful connections for networks for greater influence, more sales and enhanced career opportunities. His popular Networking Giants Radio Show interviews experts globally on referrals, LinkedIn, reputation, trust, likeability and presence.

WEDNESDAY | 16.15 KEYNOTE THEATRE 2

PHIL M JONES PHILMJONES INTERNATIONAL At the tender age of 14, Phil launched a prestigious career that consistently delivers performance far ahead of the curve. Multi-award winning and with accolades from the world’s best, investing your time with Phil is guaranteed to bring huge returns.

SEMINAR SNAPSHOT

Persuasion and Influence Secrets of the Superstars You have all witnessed people in your teams and organisations that massively outperform the others. Discover practical, simple, and powerful actions to move you and your teams from “above average” to “sales superstars”.

SEMINAR SNAPSHOT

Abundant Referrals: How to Get Your Network to Sell You and Refer You! You’ve built your network and have good customers/clients. Now you just need to inspire them to recommend you to their network. Welcome to world of abundant referrals - the easiest and best way to grow your business!

JAS HAWKER DIRECTOR, MISSION EXCELLENCE WEDNESDAY | 13.15 KEYNOTE THEATRE 2

LEADER OF THE RED ARROWS Whether it’s through his business ventures or during his time flying with the Red Arrows, Jas Hawker is used to ascending to impressive heights. Jas has first-hand experience of developing and leading a world-class high performance team as leader of the Red Arrows. As a fighter pilot, he was the youngest ever pilot to fly the Tornado ground attack aircraft on the front-line and was able to lead any scale of combat mission in any part of the world. In 2007 he was selected to be commanding officer and leader of the Red Arrows where he led the team across four continents and performed over 500 public displays. Jas is now a director of Mission Excellence, an organisational performance consultancy focused on improving clients’ execution. Mission Excellence has worked extensively with sales teams, ‘cutting through the noise’ to improve team effectiveness and business performance.

SEMINAR SNAPSHOT WEDNESDAY | 11.45 KEYNOTE THEATRE 2

sale of BigHand in 2006. A passion for sales and an entrepreneurial vision led to Gordon founding The Sales Club, the world’s first cross-sector networking club for sales leaders that counts members including American Express, Jaguar, Land Rover, and Toshiba. In 2010, Gordon featured in Channel 4’s The Secret Millionaire, returning to help struggling social enterprises in the deprived area of Govan in Glasgow, and made financial donations to help struggling social enterprises.

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Secret Millionaire’s Sales Guide to Success As a successful entrepreneur who appeared on C4’s “The Secret Millionaire”, Gordon built and sold his technology company BigHand. In this inspirational seminar, Gordon shares his story about what transformed him into a salesperson who achieved great success, never once borrowing a penny from the bank or investors and by creating a dynamic sales engine to drive organic growth.

Leadership Tips for High Performance Teams What do high performance teams all have in common? The answer is people with the right values and behaviours, clear simple priorities when undertaking any activity, and the ability to apply honest and objective learning. Jas will bring lessons from the Red Arrows that can be applied to any sales team to improve performance with take-away messages that can be applied the very next day.

KAREN DUNNE-SQUIRE

ELATION EXPERTS

LEADING THE WAY IN SALES PRACTICE Karen is a qualified ISMM sales and marketing trainer, facilitator, and leading expert in sales practice.

WEDNESDAY | 13.15 THEATRE 4

MATT TUSON NEW VOICE MEDIA

She is a firm believer that you never stop learning and with 20 years of sales management in large corporates behind her, she knows that constant learning is key to high performance.

Karen’s techniques go beyond classroom-based learning and she aims to avoid the common pitfalls of traditional sales training, as her controversial and over-subscribed session at last year’s exhibition – ‘Sack the Sales Trainer’ - demonstrates. A true innovator and problem solver, Karen has devised a unique, robust, and proven methodology to bring sales success to any business in any sector - The Three Pillars of Successful Selling. Every business is asking itself the same simple question: ‘How can I get more sales?’ Whilst the question is simple the answer is often not – until now.

AFRICA IS OPEN FOR BUSINESS

ALSO SPEAKING ON: THURSDAY, KEYNOTE THEATRE 2 AT 12.30

Antonio Mankulu is an African-born entrepreneur and CEO of Bisc Technologies Ltd.

WEDNESDAY | 12.30 | KEYNOTE THEATRE 2

DISTINGUISHED SALES LEADER Successful sales leaders share certain characteristics that provide them with the ability to effectively lead their team in the pursuit of customers. Matt Tuson recognises exactly what those common traits are, and he’s here to disclose the tactics and techniques required to achieve sales prosperity. Matt leads the global sales organisation at NewVoiceMedia, accelerating growth through new customer acquisition and maintaining successful and trusted partnerships with existing customers. His background includes driving success at Salesforce®, where he led Service Cloud’s sales distribution and go-to-market strategy across EMEA; and RightNow Technologies (Oracle), a web, social, and contact centre solution, as vice president of sales.

ANTONIO MANKULU BISC TECHNOLOGIES LTD

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Africa Is Open For Business Africa has six of the ten fastest growing economies in the world. It is growing faster than the OECD, Latin America, Eastern Europe and the Middle East. By 2020, five of its cities will each have household spending to rival Mumbai - one of the world’s largest cities. This seminar will provide insight into the most promising countries to enter and how to use technology to sell into Africa.

A dynamic, straight-speaking presenter with the ability to get his audience to think about business and life like never before, Gavin Ingham is a man who knows what it takes to add value for you and your business and to help you to make more sales.

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Winning Tactics: What Successful Leaders Have in Common Having worked at market-leading global organisations, leading both global and regional sales teams, Matt has encountered numerous sales winners, and a few failures. In all his time at the helm, Matt has discovered invaluable tips and tactics repeated by those that find themselves at the top of the tree. In this presentation, packed full of real-world examples and stories, Matt reveals those killer instincts and tactics that successful sales leaders have in common.

Antonio sold his first business at the age of 19 while studying Business & Computer Science at Aston University; he’s now leading Bisc Technologies, whose software technologies are disrupting not only the European market but also the African continent as a whole.

GAVIN INGHAM GAVIN INGHAM LTD

THE NO.1 SALES MOTIVATOR THURSDAY | 15.30 KEYNOTE THEATRE 2

As a sales and mental toughness expert from a background in high pressure sales, Gavin’s passion is to understand what makes high performance teams and individuals tick. He provokes audiences to think about business and life in a whole new way. Gavin’s mantra is ‘Be more, do more, have more’ and his practical strategies for taking positive action ensure that delegates

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Supercharge Your Sales Performance – a Proven Method

The Most Profitable Relationship You Will Ever Build

In this presentation, Karen will share with you a unique and proven methodology that is bringing genuine growth to UK businesses right now. The Three Pillars of Successful Selling is a planning and development tool that will allow you to review, assess, and develop your sales operation into a high performing resource. Don’t miss out on this session if you want to walk away able to implement genuine growth today.

The customer journey can be powerfully influenced by great marketing and this seminar will illustrate not only the impact that a strong sales/marketing alliance can have, but it will also share some key models for how you can leverage this relationship and add real impact to your sales performance. This seminar will teach you how to get more growth without employing more resources. ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 13.15

GLOBAL NAME IN SOCIAL SELLING

BOB ETHERINGTON BOB ETHERINGTON GROUP

KEN KROGUE INSIDESALES.COM THURSDAY | 11.45 KEYNOTE THEATRE 2

Recognised as #2 in the world for social selling and as one of the ‘Top 25 Most Influential Inside Sales Professionals of 2015,’ Ken Krogue, president of InsideSales. com, has been behind the inside sales industry’s leading sales acceleration platform since 2004. Ken brings more than 24 years of experience in sales, development, and marketing in both domestic and international markets. Ken is a weekly contributor on Forbes.com and an active thought leader in the inside sales industry.

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EUROPE’S BEST SALES TRAINER THURSDAY | 14.45 | KEYNOTE THEATRE 2 Since the 1970s, Bob Etherington has developed a reputation for being a modern professor of selling. With experience of numerous key global markets and several recessions, there are few who can match Bob’s distinguished career in sales. Bob’s lifetime in sales began at Rank Xerox in the 1970s. He then spent some years as a broker in the City of London before being head-hunted by the international news giant Thomson Reuters. He rose through the ranks over 22 years (including six years in New York), becoming a main board director of Reuters Transaction Services Ltd and international director of sales training.

Sales in the Cloud Ken will discuss how advancements in technology and analytics have forever changed the business landscape.

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Sales Manager to ‘Leader’ in 30 Secret Minutes

do just that. He asks the difficult, game-changing questions that other people don’t ask. Gavin has given 1,000 paid talks to over 100,000 delegates and spoken all over Europe, the US, and Africa. This includes three times speaking at the Institute of Sales and Marketing Management’s conference and being a judge for the BESMA Awards.

Deciding to change to sales leader can easily double or triple your team’s sales performance in 12 months. Not only that, your team will be more fulfilled and have more fun. They’ll also tell everyone they transformed themselves! Put ‘leadership’ into Google and you’ll get over 550million hits, so what really defines it? This ‘secret seminar’ will show you the five specific things that successful leaders do. Just copy them and see what happens.

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Be More, Do More, Share More: Facts Tell, Stories Sell Are you finding it ever harder to achieve real connection with customers, to convince them of the value you add, and to make sales? It’s not surprising. Most salespeople are taught a logical and linear approach – ask diagnostic questions, outline value propositions, and work out ROI. It doesn’t work. There is a better way...Gavin will show you a simple six step strategy that will help you make more sales.

Bob left Reuters in 2001 to start his own sales training company (one that ‘does what it says on the tin’). He now owns a group of companies which deliver bespoke training programmes all over the world. His clients range from leading energy companies and banks, down to one–man-bands and start-ups. Even The UK Supreme Court has become a client.

VONLEY JOSEPH

BOB ETHERINGTON LTD

FROM POTENTIAL TO PROFESSIONAL JIM NINIVAGGI STRATEGY TO REVENUE WEDNESDAY | 14.45 KEYNOTE THEATRE 2

THE SALES ENABLEMENT EXPERT

With a sales career that started in 1984 by selling apparel, Vonley Joseph has acquired nearly 30 years’ sales experience across several sectors in B2B, B2C, and third sector. Now principal at the Bob Etherington Academy, his passion for sales has driven him to achieve voluminous goals that he puts down to getting into a sales career as a teenager after leaving school without any qualifications. Vonley is currently campaigning to raise awareness for sales to be promoted as a

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professional career pathway in schools, colleges, and universities. His current project involves empirical research and development into UK sales training to fill skills gaps for micro and SME sales companies to employ and sustain unemployed graduates into a professional sales career pathway. Vonley is also the co-founder of Civic Enterprise Clubs, set up to establish entrepreneurial sales learning hubs within grass roots communities providing the opportunity for potential sales people to learn sales and achieve their dreams.

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Jim is the chief strategy officer for Strategy to Revenue (STR). STR provides a SaaS-based platform and professional services that help sales organisations identify and develop the critical sales competencies their direct and indirect sellers need to compete. Jim has more than 25 years of handson sales enablement experience. Most recently, Jim was the service director, sales enablement strategies for SiriusDecisions. As service director, Jim’s focus was on helping to deliver data, knowledge, and insight that B2B companies used to improve sales performance and drive ROI. Jim has held sales and marketing leadership positions in companies including the American Management Association, Claritas Consulting, and C3i, and spent eight years with sales performance training firm AchieveGlobal (formerly Xerox Learning Systems). He began his career with 3M/Media Service in Stamford, CT, serving as a reseller for Fujitsu, IBM, and Sun Microsystems.

THURSDAY | 11.00 KEYNOTE THEATRE 2

Get Britain Selling The 5 Cs selling model is proven to get your new sales recruits delivering and sustaining results in record time. The model focuses on evolving your working environment into a holistic blended learning hub to fill much needed skill gaps that so many companies find difficult when nurturing new recruits. It is time for you to reduce your high churn rates and start to produce sales performers.

ELIZABETH FULHAM SALESOPTIMIZE WEDNESDAY | 13.15 KEYNOTE THEATRE 2

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Turning Strategy Into Execution With Critical Competencies

The Internet is Exploding – How to Find Your Sales Leads Online

There is one common challenge shared by every company – the challenge to grow. However, a recent study showed that fewer than 34% of companies are confident in their ability to hit growth targets. To ensure your sellers are able to execute, enablement leaders need to isolate the critical competencies required for success. We will discuss why and how to map those competencies that are essential to turn strategy into execution.

Less than 1% of the active Internet is ecommerce, i.e. 1.7M websites and growing. For sales executives, it’s often like searching for a needle in a virtual haystack to find eCommerce sites that generate the most revenue. You always have the challenge: how do you find high quality sales leads? This seminar discusses new developments in deep web analytics and how they’re revolutionising the old world of B2B lead generation.

AWARD WINNING BUSINESS LEADER Elizabeth Fulham has used her passion in providing opportunities that can unlock the sales potential of others into SalesOptimize, the B2B search engine that makes the otherwise daunting process of finding customers that much easier. Liz has over 25 years’ experience working as a consultant/sales leader for companies such as IBM, PayPal, Telefonica, and Microsoft. She has a history of doubling revenue without increasing headcount as per her first year as European head of telesales in Paypal. This, along with her passion for keeping the Internet open and customer centric focus, encouraged her to start SalesOptimize in 2013. Liz has developed a new search engine for B2B companies to access the eCommerce market, which drives $1.7T a year. Her goal is to help B2B companies quickly analyse their eCommerce market opportunity and fill their pipelines with sales leads for the next five years - a huge challenge, but one that she has already started for the UK and USA market.

MARTIN ZEMAN

NADEEM SHAIKH

DATA DRIVEN ERA

HOW SMART COMPANIES USE DATA TO SELL MORE

SMART WAY FORWARD

RECOGNISING YOUR LEADERSHIP STYLE & ADAPTING IT TO YOUR TEAM

THURSDAY | 14.00 | THEATRE 5 WEDNESDAY | 13.15 | THEATRE 3 Have you ever missed the forecast without truly knowing why? Martin will share a journey of a sales director who had been in such a position for several quarters in a row.

This seminar will give you a brief insight into understanding the difference between being an effective leader and being an efficient manager.

It’s a story of a great leader who transformed his company into a data driven business saving it from bankruptcy. Learn how he did it and take away simple actionable tips you can easily apply in your own company.

It will also highlight how your behaviour can be perceived by your colleagues, sales team/customer service team and show you how you can communicate better by understanding their individual learning styles and personality types.

ABOUT THE SPEAKER Martin is not your typical sales conference speaker; he hasn’t spent 25+ years in sales, he hasn’t published a bestselling book on the topic (yet), and he hasn’t personally trained an army of sales people. He is a data guy. He and his consultancy, DDE, helps companies like Marks and Spencer, Parabis, and Silent Edge establish a data driven culture and focus on problems that matter.

ABOUT THE SPEAKER Nadeem is the managing director of SMART Way Forward; a specialist sales, management, and training consultancy working within the sport, leisure, health, and fitness industry. Nadeem has been involved in this industry for almost 30 years. He is a qualified sales and management trainer, specialising in sales training, management training, customer service training, team development, learning, and motivation.

TRADITIONAL MARKETING IN OUR DIGITAL AGE THURSDAY | 11.00 | THEATRE 3

In the digital age, much emphasis is placed on routes to market cultivated by digital marketing approaches.

CHRIS AIREY

This is something that has been evidenced by the rise of a breed of new, purely digital marketing

UMBRELLA MARKETING TEAM

TEN THINGS YOU NEED TO KNOW ABOUT WRITING WINNING BIDS WEDNESDAY | 14.00 | THEATRE 5

A presentation offering insights into why some bids win contracts and others fail. Bid Perfect trains bid writers for some of the world’s largest and most successful companies.

Our techniques and tools are simple to learn and easy to use. We guarantee you will leave the seminar thinking differently about the way in which you sell and write about your products and services.

agencies. However, often now overlooked is the importance of traditional marketing. Whilst many of the practices seem to some to be dated and with diminishing relevance to the digital world, marketing theory stands fast in the face of evolution.

BID PERFECT LTD

MARCUS EDEN-ELLIS

ABOUT THE SPEAKER Chris is one of the rare breed of board leaders who can mix business change and technology ability with normal business common sense. He is an entrepreneur and strategist as well as a hands-on deliverer with an instinctive focus on customers, driving business growth, and creating value.

ABOUT THE SPEAKER A senior bid skills trainer, bid management consultant, and a working bid writer, Marcus founded Bid Perfect in 2007. He has a simple approach to bids: “If you write excellent bids, you might win. If you write poor bids then you will certainly lose. So to increase your chance of winning, learn how to write great bids”.

BEAT THE COMPETITION WITH SMART, COLLABORATIVE TECH WEDNESDAY | 16.15 | THEATRE 3 When growing your business, it’s essential to be one step ahead of your competitors.

SALESBOX CRM

Andres will offer insights into what unifies the most successful sales teams globally and how you can utilise modern technology to replicate their success.Listen to how an intelligent and mobile sales CRM can make your organisation more agile and stay one step ahead.

MIKE SCHER

MURRAY COWELL

FRONTLINE SELLING

INBOX INCOME

ANDREAS LALANGAS

HOW YOU CAN CREATE A PREDICTABLE PIPELINE AND CRUSH YOUR QUOTA

WEDNESDAY | 11.45 THEATRE 3

ABOUT THE SPEAKER Andreas Lalangas is the CEO and founder of Salesbox CRM. A Stockholm based entrepreneur, Andreas has earned more than a decade’s worth of experience in sales across a variety of different roles in the Scandinavian IT industry. Andreas has successfully built several companies in Sweden, and over the years has won different awards for business growth.

HOW AUTOMATING YOUR EMAIL MARKETING CAN FEED YOUR SALES FORCE WITH PIPING HOT LEADS Don’t miss this fascinating insight into how to make automated email work for you. Discover how automating your email marketing can supply your sales teams with a constant stream of highly qualified, super-hot sales leads. By the end of the presentation, you will have begun to map out a simple step-by-step process to make automated email a reality in your organisation.

WEDNESDAY | 14.00 | THEATRE 4

ABOUT THE SPEAKER By 2017, an estimated $30+ billion will be spent on sales acceleration tools, as every sales team is trying to solve the same problem: how to convert more leads into opportunities. FRONTLINE Selling solved this mystery by conducting a study of nearly 2 million outreach efforts. Join Mike Scher, CEO, as he reveals the findings and sets you on the fastest, most effective path to opportunity creation and accelerated revenue.

After growing tired of seeing Internet marketing training that promised unrealistic results, Murray realised that there are few opportunities for people with real-world, bricks-and-mortar businesses to learn about email marketing. Murray founded Inbox Income in 2008.

THURSDAY | 14.45 THEATRE 5

SHEA HEER WISE ME UP

ABOUT THE SPEAKER ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 14.00

ABOUT THE SPEAKER Mike is the CEO and co-founder of FRONTLINE Selling. Under Mike’s leadership, FRONTLINE Selling has become a leader in sales acceleration, helping salespeople dramatically increase opportunities, sales, and top-line revenue.

Coming from a highly successful family retail background, Shea decided to build her own business and founded ‘wise me up Ltd’ in 2008, when she made the economic climate work to her advantage and secured partners such as Jewson (Saint Gobain Group), Cooper (Eaton Group) and Dextra Group in the first year.

WOULD YOU BUY FROM YOU? BACK TO BASICS No rocket science, no sales gimmicks; this is about making the basics work! Shea will address the famous question ‘what makes a successful sales person?’, and how sales managers can sustain those positive behaviours.

SCOTT BARNSLEY PARKER SOFTWARE LIMITED

JUICING THE SALES FUNNEL GOODNESS

leads, increase conversions, and nurture happier customers. Scott believes that the future belongs to businesses who seize the market’s smartest sales enablement software – driving his dedication to sell just that through the Parker Software suite.

WEDNESDAY | 12.30 | THEATRE 3

For any sales team, converting qualified leads into paying customers is a top funnel priority. But with average conversion rates as low as 2-3%, doing so can feel like a relentless uphill struggle. ALSO SPEAKING ON: THURSDAY, THEATRE 3 AT 13.15

Juicing the sales funnel needn’t be this difficult. Scott looks at the ways in which businesses can use sales enablement software to get better

ABOUT THE SPEAKER Scott Barnsley is a recognised leader in IT sales strategy. World renowned technical companies such as AVG and Irdeto have relied on Scott to head up their international sales, and he has trained and transformed sales teams across Europe, Asia, and the USA. Scott currently leads global sales for Parker Software. The software house has increased its profits by 35% within just one year under his strategic direction, and the growth shows no sign of slowing. Lending his 30 years’ sales experience to a growing team, Scott is a motivator, a skilled strategist, and a visionary sales thinker. He’s sold into a variety of vertical markets across over 100 countries; in short, his expertise is second to none.

LIAM RYAN

JAMES BEVERIDGE

CALLPRO CRM

MD, ROCK CREATIVE

THE COMING REVOLUTION OF SALES AND MARKETING WEDNESDAY | 14.45 | THEATRE 5 It seems crazy that the fast-paced world of sales was once managed with paperwork that often went astray. Nowadays, technology allows us to automate even the most complex of sales and marketing processes. Though this evolution has seen the release of a number of off-the-shelf solutions, when software tries to please everyone it winds up falling short. Automation tools need flexibility to mould to a wide range of business processes.

ABOUT THE SPEAKER After graduating from the University of Exeter with a degree in Economics, Liam joined a major data analytics provider before embarking on a new challenge with CallPro CRM. Having quickly progressed through the ranks, Liam is now responsible for all sales activities within the EMEA region.

TOP TIPS FOR MAKING SALES VIDEOS THAT DON’T SUCK ALAN VERSTEEG GROWTH MATTERS

THE IMBALANCE IN SALES ENABLEMENT THURSDAY | 11.45 THEATRE 3 No amount of training, no amount of technology and no amount of consulting will have any sustainable impact on your sales performance, without investment into sales managers. The world of buying has shifted considerably and the sales profession is battling to keep up with the change. Hear how to leverage your investment in training and technology by truly enabling your sales managers.

ABOUT THE SPEAKER Sometimes controversial, but always thought-provoking, Alan pushes his audiences to consider the real world application and execution of the plans and ideas they create.

THURSDAY | 11.00 | THEATRE 5 In a world of soul-destroying talking heads videos, how do you create knockout video content that empowers sales teams and actually generates leads? In this talk we will cover the type of content you should be creating, how you create it, and importantly how you distribute it.

ABOUT THE SPEAKER James is the co-founder and managing director of Rock Creative, a creative content agency that has an enviable list of clients including Direct Line, Aon, Vodafone, and Fidelity. His company specialises in B2B marketing and he is a huge advocate of the importance of creativity within the corporate sector. Before setting up Rock back in 2011, James cut his teeth working for the global marketing agency iris Worldwide.

ANDY GWYNN

3 DEGREES SOCIAL

WEDNESDAY | 11.00 | THEATRE 5

HOW TO GAIN MORE BUSINESS THROUGH YOUR USE OF LINKEDIN

ALIGNING SALES AND MARKETING FOR EXPLOSIVE BUSINESSES GROWTH

WEDNESDAY | 11.00 | THEATRE 4 No more cold calls or trying to get around the gatekeeper. With over 17 million UK profiles you need to learn how to create a powerful LinkedIn personal profile that gets found, gives value, and builds your credibility. Learn how to find, connect, and engage in the right way with your ideal prospect and business contact anywhere in the world. All this while massively leveraging your time.

ABOUT THE SPEAKER Andy is a leading business coach, speaker, and author who has coached 100s of business owners and corporate directors to greater profitability, more free time, and successful relationships across their business and personal lives. Andy will challenge his audience’s thinking and inspire them to take action towards more empowering results. He has helped clients double and triple their businesses and even helped them take their business from close to bankruptcy to selling for a million in just 19 months.

OSCAR MACIA

JOSH AARONS Josh explains how aligning sales and marketing allows businesses to market, share insights, and close business more effectively, whilst provide the highest quality of client interaction. Sharing experience of email, web, and social marketing, this seminar

ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 12.30

SVM GLOBAL

WEDNESDAY | 11.00 | THEATRE 3

ABOUT THE SPEAKER Oscar is the co-founder and CEO of ForceManager, a sales management system for mobile devices that optimises and refines sales team performance. In just two years, ForceManager achieved rapid growth, evolving from a small tech start-up to positioning itself as a leader in technological innovation for business management and now boasts a wide portfolio of clients.

ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 11.45

Josh has an extensive background in web, email and social marketing, events, and large scale promotions both in the UK and abroad. He works hand in hand with his sales counterpart, and together they have grown SalesSeek from a small team and vision to an international business with customers in over 100s of users across 10 countries.

THE KEY TO BUILDING A HIGH PERFORMANCE SALES TEAM

Sales managers often focus too much on expenses, overlooking the human aspect of a business. Oscar firmly believes that the importance of accelerating the growth of your business includes knowing your sales team. In this seminar, Oscar will be giving his insight on how to elevate your team to the top of their game.

will shed light on the parts missing from your revenue generation process, bridging the gaps between sales and marketing.

ABOUT THE SPEAKER

FORCEMANAGER

What does it take to motivate your sales team and be an effective sales leader?

SALESSEEK

BRIAN DUNNE WEDNESDAY | 15.30 THEATRE 3 Who owns customer happiness? Marketing? Sales? Customer service? Or does customer satisfaction start from the boardroom?

HAPPY CUSTOMERS ARE BUILT IN THE BOARDROOM We’ll discuss how a culture of reward and recognition can have a direct effect on customer happiness, and show the parallels between motivating employees and the perception of your business or brand. We’ll also discuss what rewards work best, and when to give them for maximum impact.

ABOUT THE SPEAKER Brian is working to build a greater understanding of incentive marketing in Europe and the rest of the world via its umbrella organisation, IMA – US. Often seen speaking at a variety of European and international trade shows, Brian is well known for his compelling speeches on the power of motivation and reward on performance.

MARK ERSKINE

ABOUT THE SPEAKER

SELLER PERFORMANCE

UNLOCKING THE POWER OF ADAPTIVE SELLING USING BEHAVIOURAL PROFILING WEDNESDAY | 14.45 | THEATRE 4 Recent developments in neuroscience have enabled sales professionals to better understand how buyers and sellers engage in making decisions and leverage that knowledge through “adaptive selling” to sell more business and gain that elusive competitive advantage. Don’t be lured into believing that “relationship selling” is dead – if you don’t understand your pre-frontal cortex from your parietal lobe you’ll soon be left behind! #sellerchameleon.

ABOUT THE SPEAKER Mark combines 30 years’ sales leadership with top training and development techniques and an arsenal of world-class tools. His mantra is revenue growth – accelerated by proven sales processes. Mark delivers change across a variety of complex vertical markets including facilities management, manufacturing, technology, finance, insurance, pharmaceuticals, and oil and gas. His raison d’etre is to identify new strategies and build the sales team’s capability to put them in motion.

ALISON EDGAR SALES COACHING SOLUTIONS

FROM ZERO TO SALES HERO: YOU CAN DO IT TOO! WEDNESDAY | 13.15 THEATRE 5 Join Alison as she draws on her distinguished experience and explains how YOU can rise from the bottom to the top in the world of sales. This fascinating seminar will look at how you can achieve what Alison has. By drawing on her years of being a top sales performer for some of the world’s largest blue chip companies that led to her creating a unique Sales Hero System, hear how by combining understanding behaviours, sales process,

PETE EVANS MOMENTUM SALES SOLUTIONS LTD WEDNESDAY | 15.30 | THEATRE 4

ABOUT THE SPEAKER ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 12.30

Alison is passionate about sales. 2015 saw her voted one of the UK’s top ten business advisers, winner of the Special Merit Award GB Entrepreneur of the Year, and she was shortlisted for the Lifetime Sales Achievement Award by BISM. In the past year she’s been invited to Downing Street twice and The Queens’ garden party to celebrate the results she’s achieved teaching businesses to sell their fantastic products and services. Alison is often asked to keynote speak at various events across the country and works with some of the UK’s most successful entrepreneurs, such as Ben Towers, the teenage tech prodigy as featured in Richard Branson’s Blog, and Jordan Daykin, CEO of Gripit Fixings, the youngest Dragons’ Den contestant to gain investment from Deborah Meaden.

Pete Evans, Managing Director of Momentum Sales Solutions Ltd, has a passion for developing sales professionals and working with teams and individuals to enhance performance. He uses ‘The Five Laws of Stratospheric Success’ to provide a framework to create a culture of sales, service excellence, and leadership that results in individual, team, and customer success. As a professional speaker, Pete has been trained by Michael Port and Bob Burg directly. He recently spoke at the HR Leaders Conference in Bratislava about the law of value and how it can be applied to sport and business.

strategy and confidence, you too can master the art of sales. You’ll learn how sales people can influence the buyers of products and services, build sustainable and profitable business relationships, and have a smile when selling.

CREATING A CULTURE OF EXCELLENCE IN YOUR SALES TEAMS In this highly entertaining session, Pete will share with the audience the key principles which will help create a culture of excellence and success for both sales people and sales leaders. You will learn how sales people can help to influence the buyers of products and services, build sustainable and profitable business relationships, and have a smile when selling.

ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 11.00

SHELLEY WALTERS

ABOUT THE SPEAKER

GROWTH MATTERS

With over 17 years’ sales and sales management experience, Shelley has delivered more than 350 keynotes and sales training sessions in the B2B environment. She brings a unique insight and experience to her clients helping them navigate the rapidly changing world of buying, and teaching how to adapt as a sales professional. Her career began in the cut-throat world of office automation where she quickly worked her way up from direct sales to negotiating at boardroom level. Shelley has served as the sales and marketing manager of Kingfisher FM (successfully turning the radio station around from 100% donor based to 100% advertising funded in only 18 months).

DIFFERENTIATED CONVERSATIONS – ESCAPING THE SEA OF SAMENESS WEDNESDAY | 14.00 | THEATRE 3 In the critical moment when sales people need to be their most convincing, 9/10 times they are not. Recent research suggests 57% of purchasing decisions are made before buyers encounter a sales person, 89% of sales conversations are deemed a waste of time by corporate decision-makers, and almost 60% of qualified opportunities end in no-decision. Learn how today’s client prefers to engage, and how to engineer relevance into sales conversations.

NICOLA HARTLAND FOUNDER AND CEO, XCEL SALES LTD

GET TARGETED, GET SOCIAL, GET TALKING

MARTIN MORAN

WEDNESDAY | 14.00 | KEYNOTE THEATRE 2

POWERING SALES GROWTH WITH DATA SCIENCE ABOUT THE SPEAKER

THURSDAY | 13.15 | THEATRE 5

Online and social platforms can build strong awareness of your brand, but it is telemarketing with its direct and personal approach that will secure your business deals. Implemented well, social media activity enforced by engaging senior decision makers in conversations gives your business a competitive edge that leads to success. After all – people buy from people. So how do you turn online experiences into measurable results?

INSIDESALES.COM

Martin brings more than 25 years of experience in managing and growing business operations across a variety of industries in Europe and globally, with a proven track record for building high-performance sales organisations. Prior to his role at InsideSales, Martin held GM and sales executive roles Lumesse Limited, ServiceSource International and Salesforce.

Martin will share how predictive analytics are becoming essential to the intelligent sales process. As we search for competitive differentiation, the use of predictive analytics has become a key tool in driving productivity, efficiency, and insight to action. Join this experienced sales leader as he delves into his extensive knowledge and leaves you informed and inspired.

DANIEL LEIGH SMITH ABOUT THE SPEAKER Nicola’s passion is in identifying innovative, more powerful, and profitable ways to help business reach and exceed their sales and business objectives. She was recently recognised for her business excellence and outstanding leadership in the South and thus was selected as a finalist for Women of the Year SME Sponsored by Barclays Bank.

FIREWORX

THURSDAY | 14.00 THEATRE 3

A STRONG PROPOSITION - THE CORNERSTONE OF BUSINESS GROWTH

Join Daniel for a seminar which explores the ways you can make your business proposition strategic, breaking down why customers choose one business over another, and where you can make a difference.

How many propositions actually focus on the customers you’re looking to engage with?

Make sure you don’t miss the chance to learn from the techniques and motives of a sales visionary.

Daniel will also cast his eye on how to react to changing landscapes, what happens when you don’t look up, and how to make sure your business is sustainable for growth.

BILLY LYLE REDSPIRE LTD

MOTIVATE YOUR SALES TEAM TO USE CRM AND WIN MORE BUSINESS

DR. PETER HUGHES COGNITION

SEX AND THE PSYCHOLOGY OF FERTILE BRANDS

WEDNESDAY | 16.15 | THEATRE 4 All too often CRM systems are imposed on sales teams. This means that the team tend to only put in the data they feel will keep management happy. Learn how to change this perception so CRM becomes a real sales enabler for your team and business.

ABOUT THE SPEAKER Billy is MD of Redspire, one of the UK’s leading Microsoft Dynamics CRM consultancies. Redspire enable and empower people and teams to be successful through innovative use of technology, this in turns makes the businesses they work for successful. Billy has always delivered true business results through technology. His drive and focus has led him to work with some of the UK’s leading brands such as Argos, Scottish Power, Golden Charter, and the Money Advise Service.

ABOUT THE SPEAKER Currently the managing director and founder of Fireworx, Daniel’s career has included creative campaigns for major international brands including L’Oreal, Vodafone, Western Union and Sony. Daniel has refined his approach to focus on helping clients by providing engaging creative that resonates with their customers, not just the business. His work has seen results such as a 10% increase in customer conversion, and business growth of over 75%.

THURSDAY | 12.30 THEATRE 3

DEB CALVERT PEOPLE FIRST PRODUCTIVITY SOLUTIONS

THE FRONTLINE SALES IMPERATIVES FOR CREATING THE CUSTOMER EXPERIENCE THURSDAY | 15.30 | THEATRE 5

What can seduction strategies tell us about how brands are built and the best strategies for selling them? Why is ‘authenticity’ the key to selling and how do closing behaviours undermine it? What can the psychology of the mating game teach us about content-based selling strategies? This provocative look at the psychology of fertile brands will change the way you think about selling.

ABOUT THE SPEAKER Dr. Peter Hughes is a psychologist, writer, and co-founder of Cognition. He has appeared in many programmes on business psychology, marketing, and branding including ‘Secrets of the Superbrands’ and ‘Addicted to Pleasure’ with Brian Cox.

Everybody’s talking about the customer experience. Most large companies have initiatives to map and enhance the customer journey with touchpoints in marketing, social media, and operations. But what are your sellers doing about it? What should they be doing about it? Find out why this matters, what it means to sellers, and how you can easily enhance the customer experience to accelerate sales, generate demand, and reduce customer churn.

ABOUT THE SPEAKER Deb Calvert, author of the bestseller ‘DISCOVER Questions® Get You Connected’ and a Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions in 2006 to help businesses build organisational strength by putting people first. The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching, and consulting on sales productivity drivers; leadership program design and facilitation; team effectiveness work, and executive coaching. As a member of the National Speakers Association (NSA) and instructor at UC-Berkeley, Deb has delighted audiences in a wide variety of industries as a keynote speaker, teacher, and workshop facilitator. She writes the awardwinning ‘CONNECT2Sell™’ and ‘CONNECT2Lead®’ blogs, hosts ‘CONNECT! Online Radio for Professional Sellers™’, and is currently leading the movement to Stop Selling and Start Leading!

PHIL OLLEY PHIL OLLEY UNLIMITED

GUERRILLA TACTICS FOR SALES BREAKTHROUGHS In the New World Order, gaining competitive advantage is about how you and your team approach sales. Phil will inspire you with this dynamic,challenging, and creative presentation. Discover the five key guerrilla tactics to make significant sales breakthroughs in the new business jungle.

WEDNESDAY | 12.30 THEATRE 4

Gain more customers of the right type, saving you time, energy, and money, and discover the practical application of neuro-scientific approaches to sustain exceptional sales performance.

ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 11.45

ABOUT THE SPEAKER Phil Olley is one of the UK’s leading speakers on business growth strategies, professional focus, and making sales breakthroughs. He’s worked with everyone from SME owner-managers to strategic leaders and sales teams in international brands such as Shell, L’Oreal, Pepsico, Mars (Masterfoods), Kellogg’s, and many more. Phil is the author of ‘Counting Chickens’ and ‘RESULT! Think Decisively, Take Action, Get Results’. He writes articles and columns for business magazines, regularly features on BBC radio, and contributes to prime-time TV programmes, including a number of appearances on the Richard & Judy show! ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 14.45

ROBERT NORUM agent3

KEVIN BEALES REFRACT

CREATING A COACHING CULTURE IN YOUR SALES TEAMS

LEE CHADWICK COMMUNIGATOR GROUP LTD.

LIFTING THE COVERS ON DATA DRIVEN SALES AND MARKETING TACTICS TO IMPROVE BUSINESS PERFORMANCE WEDNESDAY | 11.45 | THEATRE 4

WEDNESDAY | 12.30 THEATRE 5

According to Forbes, 74% of leading companies cite coaching and mentoring of sales reps as the most important role front-line sales managers play. As we make the shift from annual appraisals to frequent feedback, how can we help and encourage managers and peers to adopt a coaching culture? One not to be missed!

To understand whether our websites are generating as many sales-ready leads for our pipeline as we want them to, we must start by gaining intelligence about our visitors and arm ourselves with knowledge on what these visitors are interested in.

DATA. INSIGHT. ACTION. BOOSTING SALES WITH ACCOUNT BASED MARKETING WEDNESDAY | 14.45 THEATRE 3 ABM is a hot topic for modern B2B marketers, but why? The idea of delivering bespoke campaigns, targeted at specific sets of stakeholders within key accounts around messages which are relevant to their individual pain points seems like common sense, so why isn’t everyone doing it? What stops organisations from doing ABM well? Which skills, processes, and tools are needed to take advantage of and prove the value of ABM?

This workshop will cover a number of useful and insightful facts and figures about typical website behaviour and how, armed with this information, you can strengthen your sales pipeline.

ABOUT THE SPEAKER ABOUT THE SPEAKER Kevin founded Refract based on some of his own frustrations as a sales leader. He knew that feedback, praise, ideas, or corrective feedback was never easy (and deep down knew the back of the taxi wasn’t the most productive time and place.

Lee Chadwick is the co-founder of CommuniGator Group Ltd, one of the market leaders in lead generation. Having previously led the sales and marketing strategies in many high profile IT companies, Lee enjoys discovering new technology that meets the challenging demands of a constantly changing industry.

ABOUT THE SPEAKER Robert supports agent3 customers with maximising their ABM programme effectiveness, generating high-quality engagements with a prioritised group of strategic customers.

INTERACTIVE FEATURES

LIBRIS

SALES EFFECTIVENESS REACH FURTHER, BE MORE PERSONAL, AND SELL MORE

GARY SALISBURY Social has made everything immediate and personal. We live in a ‘three clicks and it’s done’ world. Big business has the metrics, power, and reach to engage audiences and to outsell SMEs.

THURSDAY | 14.45 THEATRE 3

Gary will explain how ground breaking sales technology gives you the power to make your sales communications highly personal, brilliantly effective, and remain on-brand at all times. Oh yes … and how to sell more, too!

ABOUT THE SPEAKER From cosmetics to casinos, from OEMs to SMEs, Gary has helped to bring innovative campaigns and outstanding results to his clients. Now he explains how sales teams can reach their audiences with perfect communications, brilliant pitches, and compelling quotes. Making a great first impression is still at the heart of outstanding sales success.

MASTERCLASSES YOUR BUSINESS WILL BENEFIT FROM THE VERY BEST ADVICE The masterclass schedule at Sales Innovation Expo has been carefully assembled to ensure your business is provided with the very best advice and guidance it needs. This exclusive suite of masterclass sessions give you the chance to explore in-depth about every area of sales; subjects cover everything from transforming your sales team into sales superstars and generating quality leads to optimising your social selling and the secrets to leading a winning sales team. Each of our masterclasses is led by an expert in their field, so you can be confident that you will receive the best possible advice with the very latest information about each topic – crucial in achieving success for your sales team. The interactive format and small group size means that you have the opportunity to drill down further into the specifics that are relevant to your business.

HOW TO BOOK The masterclasses are free to attend, but due to their popularity you’ll need to book your place to avoid missing out.

DARREN LEWIS

WEDNESDAY | 15.30 THEATRE 5

DUEDIL

ACCOUNT BASED SELLING WHAT THE TOP PERFORMING SALES PROFESSIONALS DO Finding new customers is the biggest problem faced by sales teams and while most teams recognise the importance of prospecting, far fewer are actually effective at it. Learn how to put the power of data back in the hands of the sales rep by harnessing the vast untapped potential of company information and how it can be used to supercharge account based selling in this seminar produced by DueDil.

ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 16.15

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Visit www.salesinnovationexpo.co.uk

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Select ‘masterclasses’ and pick the masterclass you’d like to attend.

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Select the time and day you’d like, fill out a few details and click ‘register’.

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You’ll receive an email confirmation of your booking.

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As the show dates approach, you’ll receive a reminder for you to confirm you’re still attending and secure your seat.

ABOUT THE SPEAKER

The following pages detail every masterclass at Sales Innovation Expo this May, the huge range of topics on offer, and how you will benefit from attending. The masterclasses run throughout both days of the show; for the latest information, please check the online schedule at www.salesinnovationexpo.co.uk.

Darren Lewis is the VP of Sales at DueDil. A strong, hands on and results driven sales leader with a demonstrable track record of exceeding sales targets. Experienced in running Enterprise software (SaaS / Cloud) and Corporate sales teams, Darren is well-versed in improving key metrics, redefining structure and rapidly developing and scaling sales teams

The masterclasses are absolutely free to attend, but due to their popularity you need to book your place to avoid missing out.

S AS CL EXT R E N ST ON E MA FO PAG IN

THE HIVE A space to relax, work, learn, and enjoy the buzz – our hive has everything a delegate looking for some productive downtime could dream of.

USING THE CLOUD TO CLOSE FASTER MASTERCLASS The best way to connect with your prospects is by constantly evolving. Today’s world is faster paced and better connected. Our prospects have never been more informed and the sales process has never been so important.

The best way to connect with your prospects is by constantly evolving. Today’s world is faster paced and better connected. Our prospects have never been more informed and the sales process has never been so important. It’s time to empower your inside sales teams.

With charge points, dedicated Wi-Fi, and no shortage of places to take the weight off your feet, the InsightBee Hive is designed to be the place to go when you’ve got nowhere to be. Network, enjoy refreshments, or simply catch up on your emails away from the hustle and bustle of the speakers and demos.

NewVoiceMedia customers are growing at 13 times the international average, based on a recent study. NewVoiceMedia will share valuable tips on how their customers sell more and grow faster, and highlight how this is achieved with practical sessions demonstrating how to improve efficiency, solve the marketing and sales disconnect, gain greater management visibility, and improved adoption of your Salesforce investment.

TIMETABLE | WEDNESDAY & THURSDAYY

ASK AND YOU SHALL RECEIVE Given that we’ve revolutionised the way business source bespoke intelligence, it’s not surprising that we have a penchant for questions. Our team will be on hand throughout the day, so drop by if you’d like to pick their brains. And if you want to test us out with something meatier, then you can submit us a question that your business needs answering. We’ll be picking five of these queries at random, and the winners will get a report shedding light on their issue – completely free of charge.

Visit InsightBee’s stand #182 to find out what we can do for you. From tailor-made industry reports to specific sales opportunities, we’re delivering vital insights twice as quickly and at half the price. Can’t wait? Use discount code LONDONEXCEL and try InsightBee with 25% OFF before May 31st. www.insightbee.com/sales-expo

11:00

Speed to Lead

12.00

Sales Solution Out of the Box

13.00

Motivation: Driving the Right Behaviours

14.00

Smart Calls, Smart Insights

15.00

Speed to Lead

16:00

Sales Solution Out of the Box

ABOUT THE SPONSOR NewVoiceMedia is a leading global provider of cloud technology which helps businesses sell more, serve better, and grow faster, and has a customer base growing at 13 times the international average.

BOOK YOUR MASTERCLASS SPACE ONLINE

MASTERING B2B SOCIAL SELLING The Internet and social media have changed the way people buy. Studies show that the buyer has already made 60% of their buying decision before you, the sales person, even knows they are looking. So as a sales person, you need to make sure you’re in the right place to be influencing those buying decisions.

This is where LinkedIn comes in. With the power of LinkedIn you can showcase your professional brand, be seen as an expert, use advanced searches to identify prospects, learn more about them and identify referral opportunities. In our masterclasses you will learn how to make the most of social opportunities, combined with the powerful ‘Go-Giver’ mindset to create online conversations and influence sales.

MASTERCLASS AT A GLANCE Social Selling is Referral Selling Relationships underpin the selling process. With all things being equal, people will do business with, and refer business to, those people they know, like, and trust. Today, 76% of B2B buyers prefer a vendor recommended by their network. This masterclass explains how to use LinkedIn to build relationships and cultivate a network of referrals based on the principles from Bob Burg’s ‘Endless Referrals’.

How You Can Use LinkedIn to Become a Social Selling Pro Your customers are online, researching their options, gathering data, looking for help; it’s easy for them to become overwhelmed. So if you can provide help when they are stuck you can influence their decisions. Social selling is all about using social networks like LinkedIn to create rapport and build relationships with potential customers.

TIMETABLE WEDNESDAY & THURSDAY 11.00

12.00

13.00

14.00

15.00

16.00

These masterclasses will last for up to 60 minutes. View the timetable online for more details on these interactive sessions.

THE SECRET FORMULA FOR SALES SUCCESS MASTERCLASS Communicating with your customers in a way that really influences their decision to buy is the preoccupation of any sales team – which is why Elation experts have spent six years perfecting the ultimate methods to achieve this.

The Three Pillars of Successful Selling is a unique methodology devised by Elation MD, Karen Dunne-Squire, from over 20 years of sales experience. It is based upon the idea that to have a well performing sales function, there needs to be really great sales activities, processes and management in place. We use The Three Pillars as a review and assessment tool, to assess the sales function within businesses. Everything we do, including the delivery of these essential workshops falls under one of these three pillars. At each one of these insightful seminars, Karen will show you how to develop a sales operation that consistently smashes targets.

TIMETABLE

WEDNESDAY & THURSDAY